Negotiations

Negotiations can seem as complex as physics, and in fact, peoplego to college to study the science of negotiating just as theywould the laws of nature. At the same time, negotiation is likean ancient art form, some sort of Zen mental jujitsu. Whenneither the Zen nor the science works, though, no one wins.

Just ask any hockey fan out there. The recent lockout andcancellation of the 2004-2005 NHL season is a perfect example ofpoor negotiating. Both the players’ union and the league ownersbroke all of the rules when it came to brokering an agreement onplayer contracts. The result are hockey rinks across NorthAmerica that are so quiet that you can hear a pindrop—unfortunately, not a puck. In dollar terms, professionalhockey is missing out on television contracts, advertising fees,and tons of ticket sales.

Of course, you won’t lose billions in revenue if you fail at thelatest negotiation at your favorite online classified or auctionsite. But you could let a treasure slip through your fingers.Success in deal making, on the other hand, could land you thatrookie Bobby Orr card, signed Stanley Cup puck, or whateverother fantastic item you’re bidding on.

Plus, proper negotiations and compromise can ensure that you getthe item for its fair value, including a good price on shippingand taxes. This increases the profitability of the trade forboth you and the seller. The deal gets closed without nastydisputes, blow-ups, or hip checks. And both of you are left todo business again in the future.

To score all of these benefits, and avoid your own mini lockout,follow these simple tips on negotiating that will net results atonline classified sites. As you’ll see, victory isn’t so much anexact science or a mystic sixth sense. It’s more about simpleknow-how and common sense.

Warm up. Don’t jump into a negotiation cold. Before you evenface off with your opponent, figure out for yourself what wouldcount as a victory. What do you exactly want out of thetrade—and at what price?

Consider a truce. It may not even be worth dropping the puck atall. In other words, negotiations, like hockey games, can end ina loss for the home team, you. So weigh this risk before youstart. If the item at hand is a dream buy, you may not want toendanger your purchase with a drawn-out negotiation.

Know when to pass. On the other hand, if the item is far fromdreamy—and you’re pretty sure something better may come alonglater—you could pass on negotiations. Or go for the score. Offera lowball price. If you win, you won’t be out too much, and ifyou lose, it won’t leave a mark either. But be certain if youplay this game. You could miss this opportunity without aguarantee of future prospects.

Know your enemy. Coaches and players spend hours before gameswatching films of their impending competition to study theirtendencies. You need to take the same approach when it comes tomaking a deal. Try to read your opponent’s mind. What is his orher goals in the negotiation?

Does he or she have any strengthsthat they can use against you? Are there any weaknesses that youcan use against them?

Spot all of your passing lanes. During your research, you mayfind that this particular vendor isn’t the only one in the gamewith what you’re looking for. Using these other vendors, andtheir prices, to your advantage can help you skate circlesaround your competitor.

Practice before you play. Also, research the item before youmake a play on it. This knowledge, such as the going price andquality markers, can work as leverage during the negotiating,too.

Translate thought into action. Your strategy can become morecomplicated and unpredictable—and effective—once you’re in theheat of battle. Just remember to think on your feet and rememberall that you learned in your “training.” For instance, if youknow that the vendor has other items for sale besides yourtarget, agree easily to one of these other purchases. Go for theeasy one first. That will lure them into trusting you and givingyou an easy pass on future, and more important, deals.

When it comes down to it, negotiation is all about this kind ofgive and take. It works out best when both parties get what theywant out of the deal, without feeling ripped off as if they gavetoo much for too little.

That brings you to the one “don’t” of negotiating. Don’t fear astandoff. They are part of the art and science of trading, sodon’t be tempted to cave in just to break the deadlock. Instead,let your opponent make the first move. They will. They want toclose the deal, too, don’t forget. You both will be better offfor this in the long run. And you won’t end up like the NHL, theNo Hockey League.

About the author:Donald Lee is the public relations manager forBuysellcommunity.com. Buysellcommunity provides free classifiedlisting services for individuals and businesses to market theirproducts and services online. For global and localizedclassifieds, please visit http://www.buysellcommunity.com - Free Buy & Sell Classifieds

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This entry was posted on Wednesday, October 24th, 2007 at 10:30 pm and is filed under Hockey Team. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.